Private Bank Sales Leader in Southfield, MI at Key Bank- Corporate

Date Posted: 10/23/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    4000 Town Center
    Southfield, MI
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    10/23/2019

Job Description

ABOUT THE JOB (JOB BRIEF):
Reporting to the Regional Sales Executive, the Key Private Bank Sales Leader (KPB SL) manages the Private Banking sales and support team to drive business results. The Private Banking team consists of Investment Solutions Specialists, Relationship Managers, Trust Officers, Portfolio Managers, Financial Planners and support staff. Managing the financial performance of the Private Banking sales teams, the KPB SL is accountable for the delivery of exceptional sales results, the execution of a disciplined sales culture, and the coaching and development of a high performing sales team.

The KPB SL leads the Private Bank sales team to provide comprehensive, integrated investment, trust, banking, and planning solutions for generations of high net worth individuals and their families. Through a team based approach, the sales team implements a disciplined planning approach which simplifies the complex needs of clients to help them grow, preserve, and transfer wealth. Private Bank clients consist of:

- Ultra Wealth - Individuals with $10MM + in Investable Assets and/or $15MM in Net Worth
- Core Wealth - Individuals with $1MM Investable Assets or $2MM in Net Worth
- Emerging Wealth - Individuals less than 45 years old with either $250K in Household Income or $500,000 in Investable Assets

All KPB SLs will be assigned as a KPB SL I, unless he/she manages another KPB SL(s) and/or when scope includes more than $20M in annual revenue.

ESSENTIAL JOB FUNCTIONS:
The role of the KPB SL is to coach the Private Bank sales team to develop a holistic understanding of each client's needs, engaging the appropriate experts to provide solutions to meet those needs through:

Sales Leadership

- Coaches and directs the team sales efforts through utilization of consistent sales processes/tools including a disciplined approach to prospecting, development of internal/external centers of influence and follow- up to leads.
- Maintains an in- depth knowledge of products and services as well as proactively acquires knowledge of competitors and competitive products to support the awareness of sales team.
- Fosters an environment for learning/best practice sharing and accountability; drives the performance and sustained success of the KPB sales team.
- Coaches each RM to fully appreciate and understand the client's comprehensive needs, based on the review and analysis of personal and financial data gathered through Relationship Reviews, the Desktop and personal meetings. Participates in joint calls with RMs to enhance selling skills and uncover opportunities.
- Actively participates and creates opportunities for sales team participation in community organizations to source business development opportunities and demonstrate Key's commitment to the local community.
- Producing Managers are also responsible for prospecting and bringing in new business (team revenue goal will be adjusted accordingly).

Credit

- Through partnership with Credit, ensuring quality execution of the underwriting process and pursuing appropriate strategies to ensure asset quality is maintained.

Human Capital Leadership

- Manages talent assessment and acquisition and actively coaches sales force to deliver business results.
- Accountable for acquiring and building bench strength for Private Banking, including the development of strategic sourcing strategies and appropriate employee development and business training.
- Creates a positive work environment, establishes high standards for work quality and provides opportunities for career growth and job satisfaction in order to develop and retain a highly trained and motivated staff.
- Builds an effective, cohesive team based upon integrity and application of Key Values.
- Establishes and tracks performance objectives for team members; manages and evaluates staff performance to established objectives and differentiates performance.
- Manages cost center and oversees administrative requirements for team.

REQUIRED QUALIFICATIONS:
- Bachelor's degree in business related field (accounting, finance, economics, or related field). MBA strongly preferred.
- Minimum 10 years Private Banking, Investment Management, or Trust experience and/or progressively responsible and successful sales management experience. Additional banking experience in operations/client services or other LOB areas to gain broader understanding of organizational structure and work flow is preferred.
- Must have demonstrated ability to lead a high performing team with a focus on sales and exceptional client service.
- Proven coaching skills.
- Demonstrated ability to effectively manage and deliver results in a matrixed organization.
- Familiarity and knowledge of technology systems.

FLSA STATUS:Exempt

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

37117BR

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